Sr. Manager - India Prime

About the role

Position Overview

The Senior Partner Sales Account Manager (PSAM) – Prime Segment is a senior sales leadership role responsible for driving revenue growth, net-new customer acquisition, and aggressive territory expansion within top-tier ("Prime") enterprise partner ecosystems.

Designed for a seasoned sales professional with 10 to 12 years of enterprise sales and partnership experience, this position blends strategic territory development with senior-level deal execution. You will build and scale new geographic or vertical territories, lead complex co-selling pursuits, and align matrixed teams—orchestrating tight execution across Territory Sales Managers (TSMs), Inside Sales Representatives (ISRs), and executive partner leadership.

Key Responsibilities

1. Strategic Territory Development & New Customer Acquisition

• Formulate and execute multi-year territory growth plans to capture white space and drive aggressive net-new customer acquisition across Prime enterprise accounts.
• Lead end-to-end sales pursuits for high-value strategic opportunities, establishing multi-threaded connections across C-suite executives, procurement, and technical leadership.
• Own the overarching revenue and pipeline development results for the Prime Segment portfolio.

2. Cross-Functional Sales Orchestration (TSM & ISR Leadership)

• Territory Sales Managers (TSMs): Co-develop regional GTM plans, align on field coverage, and co-sell high-stakes enterprise deals to drive velocity and deal size.
• Inside Sales Representatives (ISRs): Direct inbound and outbound pipeline-generation initiatives, set lead-qualification standards, and convert high-intent prospects into closing opportunities.
• Establish clear rules of engagement across partner, field, and inside channels to eliminate overlap and maximize rep productivity.

3. Senior Partner Alliance & Executive Alignment

• Architect and manage Joint Business Plans (JBPs) with Prime partners, securing executive buy-in, co-investment budgets, and dedicated partner sales resource commitments.
• Design and deploy advanced partner enablement models, sales playbooks, and co-selling frameworks that increase partner-led deal sourcing.
• Serve as the senior escalation point for strategic deal structuring, commercial negotiations, and high-value renewals.

4. Operational Rigor & Commercial Execution

• Maintain rigorous pipeline management and accurate multi-quarter forecasting using enterprise CRM platforms (e.g., Salesforce).
• Lead high-impact Quarterly Business Reviews (QBRs) with internal executive sponsors and external partner leadership to evaluate performance.
• Gather market and competitor intelligence to influence product roadmaps and strategic GTM investments.

Qualifications & Requirements

Experience & Track Record

• 10–12+ years of progressive experience in B2B enterprise sales, channel account management, or strategic alliances within SaaS, Enterprise Software, or Cloud Infrastructure environments.
• Consistent track record of managing enterprise-level client and partner accounts.
• Demonstrated history of launching net-new territories and building high-yield partner co-sell ecosystems from the ground up.

Leadership & Collaborative Competencies

• Master-level expertise in orchestrating tri-party coverage models with Field Sales (TSMs) and Inside Sales (ISRs) teams.
• Executive presence with proven capability to negotiate complex, multi-stakeholder commercial terms with C-level executives (CEO, CRO, CIO).
• Strategic mindset with strong financial literacy, capable of designing revenue-share models, joint GTM budgets, and commercial contracts.

Technical & Systems Proficiency

• Advanced proficiency in CRM ecosystems (Salesforce), partner relationship management (PRM) tools, and sales engagement stacks

Required Skills

• sales management
• partner management
• account management
• partner enablement
• territory sales
• salesforce
• crm